leverage your cvb relationship - meetings today · 2014-11-19 · leverage your cvb relationship...
TRANSCRIPT
Leverage Your CVB Relationship
Presented by
Bonnie Wallsh, MA, CMP, CMM
Chief Strategist
Bonnie Wallsh Associates LLC
Moderated by
Tyler DavidsonChief Content Director
Meetings Focus
Wednesday, November 19, 2014
Today’s Webinar is worth the following credit toward the CMP
application through the CIC: Site Management, 1 hour. To receive this
credit for attending simply visit:
www.meetingsfocus.com/WebinarClubCVB
Here you may also find a copy of today’s presentation and watch the
webinar On Demand. We will redirect you to this page following
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Housekeeping
Thank you to our Webinar Sponsors:
Today’s Speaker:
Bonnie Wallsh, MA, CMP, CMM
Chief Strategist
Bonnie Wallsh Associates LLC
Learning Objectives
• How to secure the best room rates in a destination.
• How to secure the myriad free services, such as marketing and
technology assistance, offered by CVBs and tourism offices.
• How to make sure a CVB only suggests properties that fit your
meeting.
• How to use a CVB to be your liaison to government departments.
• How CVBs can help with your annual meeting’s rotation.
LEVERAGE YOUR CVB
RELATIONSHIP
Meetings Focus Webinars
November 19, 2014
Presenter
Bonnie Wallsh, MA, CMP, CMM
Chief Strategist
Bonnie Wallsh Associates LLC
Tel: (704) 491-0921
e-mail: [email protected]
Grateful Acknowledgements
Terri Roberts, DMAI (Destination Marketing
Association International)
Diana Maccia, Helms Briscoe
Barbara McManus, CMP Emeritus
Amy Riley, CEM, Las Vegas Convention and Visitors
Authority
Objectives
• Demonstrate how CVBs can help you execute successful events
• Identify innovative services that CVBs offer to clients
• Comprehend challenges CVBs face in partnering with clients
• Analyze misconceptions that people have about CVBs
• Develop and execute effective RFPs
• Examine your responsibilities when working with CVBs
11
What Would People Be SURPRISED To Learn About CVBs?
Services are FREE
CVBs provide services for meetings as small as 10 room nights
CVBs may assist with events that don’t include any sleeping rooms
Only shares information with venues appropriate for your group
Organize free site inspections and fam tours for qualified clients
How Can CVBs Help YOU in Building
Attendance and Social Networking for
Your Events?
Marketing and Promotion
Road Shows
Participate in Previous Year’s Event
What Else?
What are INNOVATIVE Services
that CVBs Offer to Clients?
Custom microsites tailored to group
Reverse Fam Trip
Weekly video podcast educating clients on destination
Customized web page linked through eNewsletterwith section dedicated to promoting event
Airport Meet and Greet service with custom made signage
What else?
What are INNOVATIVE Services
that CVBs Offer to Clients?
How Do CVBs Help You Secure
the Best Rates in a Destination?
Leads for Best Rates and Availability
Advises You of Last Minute Cancellations
Shares Busy Periods for Location
Sports Events Special Events
Super Bowl Graduations
March Madness Family Weekends
Provides Suggestions
Knows Traditional Hotel Booking Patterns
16
What Challenges do CVBs Face in
Partnering with Clients?
Lack of Communication
Too little Information
Brought into the Process too Late
How Can CVBs help YOU in Executing
Successful Meetings and Events?
• The More Information the Better
• Team Building Activities – CSR (Corporate Social Responsibility)
• Special Events
• Excellent Communication
• Listen Closely
• RFP ( Request for a Proposal)
• Partner with CVB
Follow Up after Booking Site
with CVB representative
How Can CVBs help YOU in Executing
Successful Meetings and Events?
19
What Misconceptions do People have
about CVBs?CVBs cost $$$ or get kickbacks
All CVBs are Membership Driven
CVBs only help citywide groups
Host hotels can provide all of the
information that I need
20
If you use a national sales office, you don’t need to use a CVB
If you use a site selection firm or independent planner, you don’t need to use a CVB
What else?
What Misconceptions do People have
about CVBs?
21
What Should Be Included In An
EFFECTIVE RFP (Request for Proposal)
Group’s full name
Contact information
Overview of meeting including goals and objectives, program, format, and attendee profile
Value of Your Group to Facility
History of previous meetings***Preferably 3 Years
22
Prospective dates including flexibility
Booking Patterns
Range of rates
Special requirements (Concessions)
Complete meeting specifications Agenda/ Last Year’s Program
Prioritize – Must Have/ Would Like to Have
What Should Be Included In An
EFFECTIVE RFP
23
Hot Buttons
Date of RFP is due / Date decision will be made
Decision maker
Who the RFP should be sent to
What Should Be Included In An
EFFECTIVE RFP
How Do You Secure FREE
Services from the CVB?
• Ask what the CVB can do for you
• Promotional materials
• Imagery
• Discount coupons
• Recommend off-site event locations
• Customized webistes/ email blasts
• On-site registration staffing
• Housing management
How Can You Make Sure that your
RFPs are Only Sent to the Appropriate
Properties?
• Be SPECIFIC about what you are seeking
How Can CVBs be Your Liaison to
City Governments?
• Ask what CVB can do for you
• Reach out to Different Departments
• Risk Management Plan
How Can CVBs Help You with Your
Annual Meeting’s Rotation?
CVB Partnerships
• Baltimore, San Antonio, Anaheim
• Atlanta, Augusta, Macon, Savannah
Recommendations to Colleagues
Multi Year Contracts
What Are Your Professional Responsibilities When Working With a CVB?
Keep Them Informed of Your Final Decision
Provide Post Con Report to CVB with whom You are Working
Don’t Burn Bridges
Small Industry; People Move around
Write complimentary letters to CVB for outstanding service
29
WHAT HAVE YOU LEARNED?
WHAT WILL YOU DO DIFFERENTLY?
– 1.
– 2.
– 3.
30
Resources
DMAI (Destination Marketing Association International)
www.empowermint.com
Discussion Groups
You must subscribe to the lists in order to participate. There are strict rules that you are not allowed to promote your product or services directly and you are not allowed to badmouth any person or supplier
www.meetingscommunity.org
www.meetingsfocus.com
Bonnie Wallsh, MA, CMP, CMM
Chief Strategist
Bonnie Wallsh Associates [email protected]
Tyler Davidson
Chief Content Director
Meetings [email protected]
Questions?
Our TAKE 10 feature, offered either on our website or via our Webinar Wrap e-
newsletters, provides answers to some of the key questions we just did not have
time to get to during today’s webinar. Look for an email coming soon!
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Housekeeping
Travel & Transfers • Food & Beverage • Educational & Networking Programs
Qualified applicants will experience:
• An opportunity to experience host city
• Exclusive 1-on-1 appointments with area suppliers
• Creative networking and education offering CEU credits
• Experience team-building charity with our Corporate Social Responsibility
program
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Leverage Your CVB Relationship
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